The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

by Trish Bertuzzi

Successful selling today requires cutting through the spam cannonade of emails and rising above the white noise of half-hearted prospecting. The companies that win today are those that are willing to reach out, stand out, and point out flaws in status quo thinking. Your prospects are primarily concerned with how you can help them build a better business. Selling isn’t interruption or trickery. It is, at its heart, about service.

Having your organization in agreement regarding your ICP is a critical success factor. Otherwise, marketing is off generating demand with one prospect profile while sales is expecting leads from another entirely. That is a shotgun approach when today’s selling climate requires a sniper rifle.